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Shoppers Waiting for Black Friday -- Round 2
Keywords: Christmas
Shoppers who were out in full force on Black Friday may not walk retail aisles again until just before Christmas -- when retailers are expected to heavily discount merchandise -- according to the latest America's Research Group/UBS "Christmas Forecast."
The nationwide holiday retail survey found that holiday shoppers have fallen squarely into two camps -- early finishers and late buyers -- and both are driven by the prospect of unprecedented retail deals, or at least hopes of finding them. |
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Got a question? Call the Member Benefits Helpline at 800-232-3131 or email memberbenefits@rab.com.
Deep-Dive Selling: Contemporary Approaches to Big Dollars
Decisions on where to place the Big Dollars are made by Chief Marketing Officers, Brand Managers, and Agency Account Executives.
To reach the serious decision-makers and build an integrated campaign worthy of the Big Dollars, you must expand your relationships vertically within marketing and agency organizations.
During this webinar, you'll learn how to identify key corporate decision-makers representing the most lucrative business categories, and how to craft CNA questions that most appeal to them.
This webinar will be offered on Tuesday, December 13, at 3 PM (Central), and again on Wednesday, December 14, at 10 AM (Central). For more information, click here.
Tell Us About Your Ad Campaigns
If you are hosting a local event or promotion for any mass retailer including Walmart, Kohl's, J.C. Penney, Amazon, Best Buy, Toys "R" Us, Macy's, Walgreens or Target, we want to hear about it.
Please click the link below and send us an email. Be sure to include a brief summary and campaign highlights. Send your email to: retailpromotions@rab.com.
Auto Radio Ads Have Greatest Influence Closest to Purchase
Category Update: Healthcare Companies
Baby Boomers: A Burgeoning Customer Market
On the Rise
More Consumers Dining Out on Sandwiches Boosts Category Growth
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Convenience Store Growth Poses Threat to Quick Service
Keywords: Convenience Stores | Fast Food
Convenience stores that sell food and beverages continue to steal market share from limited-service restaurant chains, new research finds.
While quick-service chains have expanded their operating hours and menus to operate across all dayparts and capture consumers trading down from casual and fast-casual competitors, they still face threats from convenience stores. |
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Energy Tax Credits About to Expire
Keywords: Home Improvement
Tax credits for energy efficiency home improvements like insulation, replacement windows, and upgraded HVAC systems will end on Dec. 31, and Congress has not yet renewed them for 2012.
This warning from the Alliance to Save Energy gives homeowners less than a month to take advantage of as much as $500 in tax credits on their 2011 federal tax returns. |
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Research Quick Hits
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Daily Sales Tip: Sales Confidence Need a Boost?
This time of year brings extra pressure for some sales reps because if the numbers aren't where they should be or need to be, not only do they hear about it at work, they feel it at home by way of needing extra revenue that isn't there for the holidays.
The weight on a salespersons chest during this time of year can feel like a gigantic boulder, suffocating them with no relief in sight.
If you're in that situation, and would like some ideas that could help you get out of it, there are a few things I've learned through the years as a straight commissioned salesperson that may be of some assistance to you.
Essentials to Stimulate Your Own Bailout
1. Believe in yourself. These aren't just words. This is literally a conversation that you need to have with yourself.
You need to know that you can do this. That there is a way out and that you have the ability and courage to do so. You will find a way. We are made to achieve more than we think and can handle more than we think is possible. This mountain you are facing is nothing more than a grain of sand and you will conquer it. You just need to find the path. It's not a question of "if" but "how," and knowing that you have the ability to do it.
2. Make a list. Start with what you need to do and get on it. Quickest way I've ever found to get myself out of a financial jam or sales slump is to pick up the phone and start doing what I should have been doing all along, and that is make sales calls.
Here's the twist though...Do NOT try and sell.
Desperation selling leaves you empty-handed with a trail of prospects in your wake that will never want to hear from you again. Simply call with the purpose to see if it would make sense to have a conversation that would determine if what you have to offer "might" be of some help to them. You will be less threatening to your prospects this way and you'll pique interest (if your opening value statement is what it should be), and you'll gain some momentum as you start to set appointments or advance the sales calls right then and there.
3. Stay focused on the tasks at hand and not the looming cloud of pressure that is hanging over your head. With each sales call, that cloud is breaking up and dissipating. Clearer skies are on the way but you need to keep doing what you are doing.
Bonus Round...
Check your ego at the door. Having confidence in yourself is a must; however, arrogance is a success killer.
Seek out advice from others who have already been through AND have successfully achieved what it is that you are after. Learning from others who have already succeeded enables you to get the results you want faster than what you would be able to do on your own.
Source: Michael Pedone, founder and CEO of SalesBuzz.com
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